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123 (Sell): Building impact and intensifying urgency in your discovery calls (Chris Orlob, Co-Founder & CEO @ Stealth Startup)
30 Minutes to President's Club | No-Nonsense Sales
How to Reduce a Sales Cycle
You cannot effectively sell until you understand the customer's root cause or perceived root cause of the problem. Ask an open ended negative impact question, which typically sounds like help me understand the ripple effects this challenge is having on the business. When your close rate is trending downward, it's because your rep sounds like donkeys on the phone and you need to fix that. The Jedi mind psychology of this is if you ask an open ended question where they can go whatever the hell they want, you've given them a feeling of psychological freedom.
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